Congratulations to our managing director, Steve Eungblut, on being nominated for and reaching the finals of the Sales Trainer of the Year category at the Institute of Sales and Marketing Management’s (ISM...
Uncategorized
As a sales leader, the key to achieving a sustainable shift in your company’s sales results rests with you. Regardless of market conditions, you need to develop and apply an array of competencies and beha...
Uncategorized
Many economic factors are pointing towards an economic upturn over the coming year. This week the Bank of England Governor, Mark Carney, said that the UK recovery has “taken hold” and that “unemployment w...
Uncategorized
A large company typically has many interactions with its key customers across its sales and service functions over any given period of time, particularly at the high and complex end of its customer base. If the...
Uncategorized
In this post I’m going to talk about a particular hidden cost that can be quite significant and applies equally across all types of sales channels, from outbound desk and field sales to account management. This...
Uncategorized
When I founded Sterling Chase 10 years ago, the typical sales training model involved one or two product training sessions and required the help of external trainers. Over the years, however, it became clear t...
Uncategorized
The key to achieving great sales results lies with an organisation’s sales people. This includes and begins with having a great sales leader who is capable of leading his or her sales force towards greater perf...
Uncategorized
When it comes to selling, some things are simply out of our hands. After all, no matter how prepared, skilled or determined you are, it is unlikely that every single prospect you contact is going to be persuade...
Uncategorized
A Greek philosopher once said that God gave us two ears and one mouth so that we may listen more and talk less. Stephen R. Covey also identified in his famous book The Seven Habits of Successful People that one...